Sourcing & Innovation Days

Private Meetings with Top World Buyers - Stationery and Office Products

Putting business first

The 4th annual Sourcing & Innovation Days, the private buyer to seller event for professionals in the stationery and office products industry, took place in Cannes, France, from 25th to 29th May 2005. Both buyers and suppliers came away from the event with the shared view that it was hard work, focussed on business, and a unique opportunity for establishing long-lasting business relationships.

1061 "official" meetings

Some 1061 scheduled one-to-one business meetings in a 2½-day period; that is the impressive tally from the 2005 Sourcing & Innovation Days. 49 buyers and 39 supplier companies from around the world came together to create business opportunities.

The organisers, Agora SAS, had put a special emphasis this year on the fact that the event is first about doing business. "Some people may think that coming to an event in the south of France in May is an excuse for a holiday," states Agora's chairman Christophe Durrieu. "That's the reason why buyers asked to pay a participation fee from 2005, and I can safely say that in this, the fourth year of Sourcing & Innovation Days, the professionalism and the work ethic of the participants, both the buyers and the suppliers, has been second to none."

Better return on investment

The participants have a gruelling schedule of 30-minute meetings that begin at 8am and end at 6.30pm. It's a long day, but the number of useful business contacts that can be made in such a short space of time far outnumbers what can be achieved at a traditional trade show. Not only that, but the suppliers and buyers know exactly who they will meet prior to the event, having already received their meetings schedule before they arrive, enabling them to thoroughly plan their meetings.

The right mix of suppliers and buyers

One of the unique strengths of Sourcing & Innovation Days is that participants have to apply to attend. A Buyers' Committee checks all the supplier applications to ensure that they meet the needs of the participating buyers while, conversely, a Suppliers Committee ensures that there is a broad mix of buying organisations of varying sizes from different channels and markets. "This consultative approach means that we can respond to the needs of the participants and optimise the quality of the event," confirms Christophe Durrieu. Both suppliers and buyers at this year's event praised the opportunities that arose out of having this mix. "The selection of the manufacturers was even better than in previous years," confirmed Niels Friis Autzen, Purchasing Director of buying group Office Supplies Denmark. From a supplie's perspective, Jocelyne Le Guidec, Managing Director of French company Locau comments, "I appreciate the diversity of the buyers. Alongside some big power channel players, you also have buyers from emerging markets which we have been able to establish contact with here, whereas we don't get the chance to meet them at major international fairs."

New participants and new ideas for the industry !

The buyers and suppliers committees also ensure that there is sufficient turnover in the number of new buyers and suppliers attending the event. In 2005, 50% of the buyers and 76% of the suppliers had not attended in 2004. "It's important that participants can see familiar faces when they come, but creating new contacts and business opportunities is key," says Christophe Durrieu.

Making new contacts

Traditional trade shows are often a chance to catch up with contacts you already know, and there are only limited opportunities to meet new potential partners. Sourcing & Innovation Days, on the other hand, is an efficient way to meet new suppliers or customers. Chantal Vancanneyt, Managing Director of manufacturer Papeteries Mottart of Belgium says, "I've met a lot of people who I think will be good customers for the future. Most of the buyers that I've met here, I just wouldn't get the chance to meet at a big show. They don't see me and I don't know them."

A global mission

One trend of the 2005 Sourcing & Innovation Days was the increased number of buyers from outside Europe. Around 20% of buyers at the event came from diverse markets such as The Middle East, South America, Canada and Asia. "The reason we've opened the event up to buyers outside Europe is quite simply because that's what's the suppliers wanted," says Christophe Durrieu. "2005 was a pilot year, and after the enthusiasm shown by these buyers we will prepare an even wider selection of buyers for 2006."

Intense business meetings and quality informal talks

Despite the tough work schedule, the environment in which the event takes places allows a relaxed atmosphere which is conducive to productive business and meaningful exchanges. Hakan Cambel, Marketing & Sales Manager of Swiss paper products manufacturer Artoz states, "The atmosphere here is totally different from a traditional fair. People are more relaxed and there is a good exchange of information. What is important is that you are able to establish a better quality of contact with the other participants. Now, I just have to call someone, and I'm sure that they would help me, ... and I would do the same. At the fairs, you just don't have the time to do this."

International press coverage

The 26 magazines of the International Stationery Press Association (ISPA) provide extensive coverage of Sourcing & Innovation Days, providing another major benefit for suppliers attending the event. This year journalists from ISPA publications from Asia, Europe and South America personally attended, and a series of specially held press conferences took place. "Sourcing & Innovation Days not only allows us to see new products and innovative strategies, but any participant can also share market information with trade magazine publishers, the buyers and suppliers," says ISPA President Pietro Giarrizzo. "It's a real multiple exchange."

ISPA & Innovation award winners invited to Sourcing & Innovation Days

Winners of the ISPA Innovation awards receive free participation at Sourcing & Innovation Days as part of their prize package. This year three ISPA & Innovation award-winners, Coles Pen Company (UK), Lannoo Graphics (Belgium) and Trodat (Austria) attended the event. "This has been a good opportunity for buyers to know more about our company and we have been able to leverage our status as an ISPA & Innovation award winner," states Frédéric Libbrecht, Licensing Manager at Lannoo Graphics.

New products & innovative strategies

In the past, companies tended to launch new products once a year. However, with the market demanding more innovations, this strategy is no longer logical, and manufacturers have to get their new products to market as quickly as they can. Sourcing & Innovation Days is the ideal location for explaining new strategies and launching new products. Not only is it conveniently held in mid-year, but also the intimacy of the event means that new products will make a greater impact. For small and medium sized companies who do not have enormous marketing budgets, launches at the bigger fairs tend to get "lost in the crowd" or overshadowed by high-profile launches. At Sourcing & Innovation Days, not only are key buyers quickly informed about new products and strategies, but manufacturers are also guaranteed international press exposure through the ISPA network.

Professionally organised

Participants at Sourcing & Innovation Days 2005 were quick to praise the professional way in which the event was organised. "My first impression is that of a fantastic organisation. I've talked to other participants and they're all satisfied," says Miroslaw Szydlowski, Managing Director of distributor Donau Design Polska.
"I have already attended similar events in the USA, but here the organisation is better," states Jean-Pierre Cayer, Managing Director of Canadian importer and distributor First Base.